The Predictable Revenue Podcast

Todd Caponi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why transparency sells better than perfection. Todd is the Founder of Sales Melon and author of the award-winning book, The Transparency Sale. Highlights include: why a product with 4.2-star reviews will outsell its 5 star counterpart (4:08), how to be more transparent in your messaging (7:41), how to stand out with personalized prospecting (8:21), how to lead with transparency in sales conversations (11:30), what B2B sales can learn from IKEA (11:40), why pre-qualifying your prospects is the secret to shorter sales cycles (18:00), how honesty can endear you to buyers (19:30), how to leverage transparency in later stage negotiations (20:36), and how expiring discounts harm your sales cycle (26:10). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Simeon Atkins joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss leveraging account-based marketing (ABM) to reach prospects that are worth your time. Simeon is an Industry Consultant at Similarweb, specializing in eCommerce and marketing tech. He works closely with various commercial operations to help them find, win, and retain more business with Similarweb’s market intelligence data. Highlights include the three main characteristics of ABM (2:21), the benefits of ABM for sales reps (5:05), common mistakes in implementing ABM (7:16), best practices for getting started with ABM (8:55), how sales intelligence tools can streamline the process (14:40), and tips for how sales reps can get started with ABM today (16:41). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Leah is a Founder of BetterGrowth, a consulting agency focused on helping companies scale their customer-focused teams to exceed revenue goals and turn their customers into lifelong fans. Highlights include: why customer success deserves a seat at the revenue table (1:50), the reason why so customer success often gets stuck in a reactive role (3:30), the two main roles with customer success (4:30), how to build your customer success team from the ground up (5:20), changing compensation models to tie into revenue goals (7:50), tech stack recommendations for customer success (12:18), hiring the right people (15:00), mending the relationship between sales and customer success (19:04), and how to build a revenue-generating playbook for customer success (22:56). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Shawn Rhodes joins the Predictable Revenue podcast to discuss how systematizing the outbound sales process can help improve your conversion rates. Highlights include: why so many salespeople rely on hope (1:45), the negative impacts of salespeople improvising their process (3:03), how sales leaders can enable their teams with strong systems (7:42), what three questions you need to ask in every debrief (13:35), how systems allow salespeople to be more present in meetings (17:25), the four key parts of any successful sales process (19:50), and a live walkthrough of how to build out systems for your outbound sales team (23:17). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Christina del Villar joins the Predictable Revenue podcast to discuss how a go-to-market strategy can help you boost outbound sales and hit your revenue targets. Christina is a marketing strategy expert who helps companies define, develop and implement successful go-to-market strategies and boost their revenue. Highlights include: how Christina’s childhood dream to be a fighter pilot influenced her career in marketing (1:50), how to conduct an audit to evaluate your go-to-market strategy (3:00), the markers of a strong go-to-market strategy (4:56), who owns the responsibility of creating the strategy (6:38), the real purpose of a go-to-market strategy (9:43), why your goals need to be tangible and measurable (14:15), who is usually the best person to own your go-to-market strategy (17:10), how far out in advance to plan your strategy (18:33), determining the best go-to-market strategy for your company (20:47), and the first step towards building a better strategy (25:08). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

AlexAnndra Ontra joins the Predictable Revenue podcast to discuss the role of presentations in the outbound sales process and how to use them to close the deal. AlexAnndra is the President and Co-founder of Shufflrr, a presentation management platform that has shaped the presentation strategies of hundreds of Fortune-level companies. Highlights include: the three functions of a sales presentation (1:51), the problem with traditional sales presentations (4:54), how to build a flexible slide library (6:05), why your marketing team needs to create branded slide decks (12:10), how a virtual slide library can help your sales development team close more deals (13:55), how presentation management solutions like  Shufflrr can speed up the pipeline (15:12), and the first step you can take toward better sales presentations (18:46). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Kevin Snow joins the Predictable Revenue podcast to discuss how automating your outbound sales strategy can help you close deals faster and more efficiently.  Kevin is the Founder/CEO of Time On Target, a sales and marketing agency that helps businesses integrate digital technology in an authentic, professional way. Highlights include: Common mistakes when implementing automation (1:38), how to send automated content based on where a prospect is in the sales process (9:40), how to provide more value with your content (11:23), the first thing you should do when adding automation to your sales process (13:14), how to maintain authenticity in automated processes (16:20), why automation helps close deals faster (22:44), and what being in the military taught Kevin about business (24:30). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Moeed Amin joins the Predictable Revenue podcast to discuss how founders can establish a customer-centric outbound sales infrastructure for profitable growth. With over 20 years of experience in sales and a background in neuroscience, Moeed founded Proverbial Door to help businesses improve their sales function for radical growth. Highlights include: the four most common mistakes founders make when scaling (3:40), how to understand your customers on a deeper level (8:44), a wider view of the buyer’s journey (12:31), why everyone at the company should contribute to mapping the buyer’s journey (16:30), hiring for traits over skills (19:15), how strategic partnerships can drive sales growth (22:00), how to hire your first sales leader (23:51), and why you need a CRO to challenge your views (26:20). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Mary Grothe joins the Predictable Revenue podcast to discuss how CEOs can remove friction from the outbound sales process in order to scale revenue holistically. Mary is a former #1 MidMarket B2B Sales Rep and CEO of House of Revenue, a Denver-based firm of fractional Revenue Leaders who currently lead the marketing, sales, customer success, and RevOps departments for 15 companies nationwide. Highlights include: the two stages of scaling for CEOs (1:55), the importance of narrowing down your ICPs (8:00), how to build your team as you scale (12:35), why you should customize marketing materials for each ICP (15:55), why you should hire salespeople in pairs (17:55), how to use data in your scaling strategy (19:45), the Flywheel approach to outbound sales (23:49), the untapped market most companies are missing (25:29), and what all CEOs looking to scale should do right now (27:55). -------------------- Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching  

In this episode of the Predictable Revenue Podcast, Sarah Hicks is joined by Dr. Stefanie Boyer to discuss why roleplaying practice makes the best sales development reps and how to incorporate improv exercises into your SDR training. Dr. Boyer is an award-winning sales educator and author of several books, including The Little Black Book of Social Media, Strategies to Ignite Your Business, Influencer, and Professional Brand. Highlights include: the importance of practice in sales development (1:35), how AI can elevate SDR training (4:45), overlooked nuances of sales conversations (8:08), tips for implementing improv at your organization (10:25), how practice data can improve your numbers (12:14), how to recover from mistakes on sales calls (19:50), the impact of gender on sales training (20:47), how SDRs can achieve a balance of confidence and empathy (21:15), and how to adapt SDR training to a virtual environment (23:43). -------------------- Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching